Question 1

Most companies have a clear mission statement that is articulated to salespeople by sales managers.

Accepted Answer

A) True 
 B)False

Question 2

___________ are channel middlemen that take title to the goods that they market to end users.

Accepted Answer

A)  Distributors 
B)  Manufacturers' reps 
C)  Independent representatives 
D)  Telemarketing sales representatives 
E)  Company sales reps 
A)  Distributors 
B)  Manufacturers' reps 
C)  Independent representatives 
D)  Telemarketing sales representatives 
E)  Company sales reps

Question 3

If the SBU objective is harvest market share, the primary sales tasks include all of the following except

Accepted Answer

A)  provide product/market feedback. 
B)  service the most profitable accounts. 
C)  eliminate unprofitable accounts. 
D)  reduce service levels. 
E)  reduce inventories. 
A)  provide product/market feedback. 
B)  service the most profitable accounts. 
C)  eliminate unprofitable accounts. 
D)  reduce service levels. 
E)  reduce inventories.

Question 4

The most successful approach to utilizing the mission statement appears to be when the complete corporate mission statement is simplified and communicated directly to salespeople.

Accepted Answer

A) True 
 B)False

Question 5

An SBU usually has its own sales organization with sales managers and salespeople.

Accepted Answer

A) True 
 B)False

Question 6

Matching selling strategies and relationship strategies is an important upper-level management task.

Accepted Answer

A) True 
 B)False

Question 7

By creating something perceived industry wide as being unique, a company is employing the ___________ business unit strategy.

Accepted Answer

A)  generic 
B)  differentiation 
C)  low-cost 
D)  segmentation 
E)  niche 
A)  generic 
B)  differentiation 
C)  low-cost 
D)  segmentation 
E)  niche

Question 8

If the SBU's objective is to "hold market share," then its sales organization objectives would be to reduce selling costs and target profitable accounts.

Accepted Answer

A) True 
 B)False

Question 9

Marketing communications strategy consists of advertising, publicity, sales promotion and personal selling strategies.

Accepted Answer

A) True 
 B)False

Question 10

The definition of SBUs must be consistent with the strategic orientation of the corporation.

Accepted Answer

A) True 
 B)False

Question 11

Porter's classification scheme for business unit strategies is referred to as

Accepted Answer

A)  target marketing. 
B)  generic business strategies. 
C)  differentiation strategies. 
D)  universal product strategies. 
E)  product/market evaluation. 
A)  target marketing. 
B)  generic business strategies. 
C)  differentiation strategies. 
D)  universal product strategies. 
E)  product/market evaluation.

Question 12

A promotions manager typically coordinates the activities of the sales team.

Accepted Answer

A) True 
 B)False

Question 13

The individual needs that come into play in an organizational-buying situation tend to be

Accepted Answer

A)  the result of insecurity. 
B)  related to the use of the product. 
C)  entirely objective. 
D)  career related. 
E)  driven by a need to keep costs within a budget limit. 
A)  the result of insecurity. 
B)  related to the use of the product. 
C)  entirely objective. 
D)  career related. 
E)  driven by a need to keep costs within a budget limit.

Question 14

A solutions relationship emphasizes solving customer problems.

Accepted Answer

A) True 
 B)False

Question 15

The buying center member who provides input for the purchasing decision is referred to as the

Accepted Answer

A)  initiator. 
B)  gatekeeper. 
C)  influencer. 
D)  decider. 
E)  purchaser. 
A)  initiator. 
B)  gatekeeper. 
C)  influencer. 
D)  decider. 
E)  purchaser.

Question 16

Sales channel strategy determines the type of relationship to be developed with different account groups.

Accepted Answer

A) True 
 B)False

Question 17

If the sales organization objective is to increase sales volume and expand distribution outlets, then the SBU objective is likely to be

Accepted Answer

A)  hold market share. 
B)  build market share. 
C)  develop market share. 
D)  establish market share. 
E)  harvest market share. 
A)  hold market share. 
B)  build market share. 
C)  develop market share. 
D)  establish market share. 
E)  harvest market share.

Question 18

An example of one effect of integration of advertising and personal selling would be

Accepted Answer

A)  salespeople cold canvass to find interested prospects, then ask them to watch a videotape advertising their product. 
B)  an advertisement gives a toll-free number where customers can call to place their order. 
C)  a commercial on television promises a satisfaction guarantee on their product to potential customers. 
D)  advertising is used to generate sales leads, which are then turned over to the salesforce to close the sale. 
E)  qualified customers are located through the company's directories and then called on by the salesforce. 
A)  salespeople cold canvass to find interested prospects, then ask them to watch a videotape advertising their product. 
B)  an advertisement gives a toll-free number where customers can call to place their order. 
C)  a commercial on television promises a satisfaction guarantee on their product to potential customers. 
D)  advertising is used to generate sales leads, which are then turned over to the salesforce to close the sale. 
E)  qualified customers are located through the company's directories and then called on by the salesforce.

Question 19

Advertising-driven marketing communications strategies are best when all of the following characteristics exist except

Accepted Answer

A)  There are many buyers. 
B)  Buyers are concentrated geographically. 
C)  Purchase information needs are low. 
D)  Purchases are not important. 
E)  Products being purchased are low in complexity. 
A)  There are many buyers. 
B)  Buyers are concentrated geographically. 
C)  Purchase information needs are low. 
D)  Purchases are not important. 
E)  Products being purchased are low in complexity.

Question 20

Advertising driven marketing communications strategies are most appropriate when

Accepted Answer

A)  trying to close the sale. 
B)  the message timing is important. 
C)  message flexibility is important. 
D)  repetitive contact is important. 
E)  reaction speed is important. 
A)  trying to close the sale. 
B)  the message timing is important. 
C)  message flexibility is important. 
D)  repetitive contact is important. 
E)  reaction speed is important.

Most companies have a clear mission statement that is articulated to salespeople by sales managers.

___________ are channel middlemen that take title to the goods that they market to end users.

If the SBU objective is harvest market share, the primary sales tasks include all of the following except

The most successful approach to utilizing the mission statement appears to be when the complete corporate mission statement is simplified and communicated directly to salespeople.

An SBU usually has its own sales organization with sales managers and salespeople.

Matching selling strategies and relationship strategies is an important upper-level management task.

By creating something perceived industry wide as being unique, a company is employing the ___________ business unit strategy.

If the SBU's objective is to "hold market share," then its sales organization objectives would be to reduce selling costs and target profitable accounts.

Marketing communications strategy consists of advertising, publicity, sales promotion and personal selling strategies.

The definition of SBUs must be consistent with the strategic orientation of the corporation.

Porter's classification scheme for business unit strategies is referred to as

A promotions manager typically coordinates the activities of the sales team.

The individual needs that come into play in an organizational-buying situation tend to be

A solutions relationship emphasizes solving customer problems.

The buying center member who provides input for the purchasing decision is referred to as the

Sales channel strategy determines the type of relationship to be developed with different account groups.

If the sales organization objective is to increase sales volume and expand distribution outlets, then the SBU objective is likely to be

An example of one effect of integration of advertising and personal selling would be

Advertising-driven marketing communications strategies are best when all of the following characteristics exist except

Advertising driven marketing communications strategies are most appropriate when

Overview of Personal Selling

Sales Organization Structure and Salesforce Deployment

Acquiring Sales Talent: Recruitment and Selection

Continual Development of the Salesforce:

Sales Leadership, Management, and Supervision

Motivation and Reward System Management

Evaluating the Effectiveness of the Organization

Evaluating the Performance of Salespeople

Developing Forecasts

Filters

Exam 2: Organizational Strategies and the Sales Function

Most companies have a clear mission statement that is articulated to salespeople by sales managers.

___________ are channel middlemen that take title to the goods that they market to end users.

If the SBU objective is harvest market share, the primary sales tasks include all of the following except

The most successful approach to utilizing the mission statement appears to be when the complete corporate mission statement is simplified and communicated directly to salespeople.

An SBU usually has its own sales organization with sales managers and salespeople.

Matching selling strategies and relationship strategies is an important upper-level management task.

By creating something perceived industry wide as being unique, a company is employing the ___________ business unit strategy.

If the SBU's objective is to "hold market share," then its sales organization objectives would be to reduce selling costs and target profitable accounts.

Marketing communications strategy consists of advertising, publicity, sales promotion and personal selling strategies.

The definition of SBUs must be consistent with the strategic orientation of the corporation.

Porter's classification scheme for business unit strategies is referred to as

A promotions manager typically coordinates the activities of the sales team.

The individual needs that come into play in an organizational-buying situation tend to be

A solutions relationship emphasizes solving customer problems.

The buying center member who provides input for the purchasing decision is referred to as the

Sales channel strategy determines the type of relationship to be developed with different account groups.

If the sales organization objective is to increase sales volume and expand distribution outlets, then the SBU objective is likely to be

An example of one effect of integration of advertising and personal selling would be

Advertising-driven marketing communications strategies are best when all of the following characteristics exist except

Advertising driven marketing communications strategies are most appropriate when

Overview of Personal Selling

Sales Organization Structure and Salesforce Deployment

Acquiring Sales Talent: Recruitment and Selection

Continual Development of the Salesforce:

Sales Leadership, Management, and Supervision

Motivation and Reward System Management

Evaluating the Effectiveness of the Organization

Evaluating the Performance of Salespeople

Developing Forecasts

Filters